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| Section | Weight | Objectives |
|---|---|---|
| Market and Opportunity Analysis | 20% | - Identifying customer business needs and pain points - Qualifying sales opportunities - HP imaging and printing market overview |
| Solution Positioning and Value Proposition | 25% | - Matching solutions to customer requirements - Building ROI and business case - Differentiating HP offerings from competitors |
| HP Imaging and Printing Solutions Portfolio | 30% | - Workgroup and enterprise printing solutions - Document workflow and capture solutions - HP printer and MFP product lines - HP JetAdvantage and security solutions |
| Sales Process and Support | 25% | - Pricing, licensing and service models - Delivering effective sales presentations - Post-sales support and lifecycle services |
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